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Influence with tie-down questions

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in Career Management,Workplace Communication

When you are in negotiations, use tie-down questions to guide the person to adopt your position or to gauge their commitment to your ideas. Tie-down questions help you clarify the other person’s position without being too forceful. First, make your statement, and then attach these questions:

  • Am I making sense?
  • Isn’t that right?
  • Does that sound reasonable?
  • Good solution, right?
  • Doesn’t this help?
  • We’re agreed, then?
  • Does that work for you?
  • Do you see what I mean?
  • Don’t you think?
  • Wouldn’t you?
  • Isn’t it?
  • Shouldn’t you?
  • That’s true, correct?

— Adapted from “Tie Down Questions and Downswings,” The Real Estate Trainer, http://therealestatetrainer.stfi.re.

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